The New Solution Selling
by Keith M. Eades
Eades's updated Solution Selling: the same pain-vision-control core with tools like the pain chain, reference stories and sales process management. More structured than the original.
Read it if…
you want the current Solution Selling method with job aids.
See the book →
Skip it if…
you have been trained in it already.
Try instead: Strategic Selling →
Three things you will actually use
- Pain chains connect roles.
- Reference stories create vision.
- Process beats improvisation.
Do this first
Write a reference story in the book's format for your best customer.
Our verdict
Updated and tooled.
See the book →
Compare with other Entrepreneurship books
Strategic Selling
Robert B. Miller and Stephen E. Heiman · Entrepreneurship
Account strategy's roots.
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The New Strategic Selling
Robert B. Miller, Stephen E. Heiman and Tad Tuleja · Entrepreneurship
Still taught worldwide.
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Conceptual Selling
Robert B. Miller and Stephen E. Heiman · Entrepreneurship
Call planning, structured.
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